Ten Practice Commandments

Thou Shalt Not Manage Other People’s Money Your clients decide what they can afford. If they can’t afford your treatment plan, then there may be other options, but stop deciding on their behalf what’s affordable. Thou Shalt Not Trash Talk Thyself Yes you can be realistic about where you need to learn and grow. No […]

Should You Post Your Fees Online? A Simple Rule

On June 28, 2012, in practice marketing, pricing, your practice website, by Dan

I’m often asked whether posting fees and hours online can scare away prospective clients. We post our hours, but not our fees, but if you’re trying to decide, here’s my rule of thumb: If you think your fees or hours are things that set you apart, then post them.  Are you the cheapest? Open the […]

Two Ways to Create Smart Practice Discounts

On June 7, 2012, in massage marketing, practice marketing, pricing, by Dan

Discounting your prices is tempting stuff. It’s easy–and normal–to be nervous when things slow down, and discounting is such a common occurrence that we often think that hanging the SALE! banner is the best choice. The problem is that discounting can be a race to the bottom. People are very good at getting used to […]

6 Good Reasons to Offer Shorter Appointment Times

On March 6, 2012, in office management, pricing, work-life balance, by Dan

The more I speak to practitioners, the more I’ve come to believe visit/treatment length tends to be a legacy issue. It’s not something we’re giving a lot of conscious thought to. You open your doors and do what you did in school, or copy another practice, and it pretty much stays that way. Most consultative […]

Exchanging Services: The Practice Downside

On July 18, 2007, in pricing, strategy and philosophy, by Dan

You’ll find this throughout the CAM/holistic professional community, particularly early in practice: the massage therapist trades a session for an adjustment from the chiropractor. The acupuncturist swaps time with the naturopath, who in turn trades a visit with a web designer. The homeopath exchanges treatments with the landscaping guy who cuts the grass in front […]

How To Handle Free Advice-Seekers

On January 25, 2007, in pricing, strategy and philosophy, by Dan

Reader E. writes: “I was wondering how you handle when people start to ask for free advice. I am starting out my practice and want to come out of the gates honoring my abilities and not giving things away for free. I don’t mind a general question here and there, but when someone keeps asking […]

More Acupuncture Pricing Debate

On December 13, 2006, in acupuncture marketing, pricing, by Dan

The Integrator Blog has an update on the Working Class Acupuncture story, including several interviews and comments. Worth a look – there’s a larger picture here that goes beyond acupuncture. Link

Affordable Acupuncture – Charge Less, Earn More?

On November 27, 2006, in acupuncture marketing, pricing, by Dan

John Weeks’ The Integrator Blog featured an interesting article on Working Class Acupuncture, a Portland, Oregon clinic built on the concept of making acupuncture more affordable. As Lisa Rohleder, LAc, began trying to make sense of the business of professional acupuncture, she witnessed two distinct phenomena. First, she observed that a huge percentage of the […]

How To Raise Your Holistic Practice Prices

On July 18, 2006, in pricing, by Dan

If the post on why you should raise your CAM practice rates has convinced you that the time is right, here are a few tips on how to make it painless for you and your patients. Plan It So here’s the dilemma: Inflation’s always there, and as a result of it (and other good reasons) […]

Why You Should Raise Your CAM Practice Rates

On July 16, 2006, in pricing, by Dan

Few business decisions is more feared, ignored and avoided than raising prices. But while we’ve all hoped the issue would go away, it hasn’t. So, on the count of three, we’ll all (including me) pull our heads out of the sand, and face the day. Here are a few reasons you should be raising your […]

Pro Bono Work and Discounts: What’s a CAM Practitioner to do?

On March 28, 2006, in pricing, strategy and philosophy, by Dan

The Mackinac Centre for Public Policy has an interesting piece on the “myth” that free public health care empowers the poor. I’m not here to debate the public versus private issue (not today, at least) but it does raise some interesting questions. They claim that paying for health care is more empowering, since it forces […]

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